Account Manager

Description

This is us 

Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on-demand, or real-time. We not only want to make using video simpler, but we also want to better people’s lives through video. Founded in 2006, Kaltura is now a global leader in the video market with millions of people using our products daily to teach, learn, watch, connect, and collaborate. Among our customers, you’ll find more than 1000 global, well-known organizations.    

15+ years since starting the company, we continue to foster a diverse and collaborative work environment where everyone gets a say. Our team is currently 700+ people, and we’re still growing. We have offices in New York, London, Singapore, and Tel Aviv, but our technology is all in the cloud. 

Kaltura has a fast-paced environment where initiative is always encouraged. Together with our hybrid work model and flexible state of mind, you get the right conditions for creative juices to flow freely. Thanks to our long line of products, cultivation of rich collaborative culture and care for each Kalturian, you’ll never run out of room to grow and evolve.   

If you don't meet 100% of the requirements below - that's okay, nobody's perfect! We believe in hiring people, not just a list of skills. We encourage you to apply if you think this is a role that would make you excited about coming to work every day. 

Requirements

The role 

As part of a dedicated AM team, you will be the customers trusted advisor, responsible for building and maintaining key relationships, retaining clients and prospecting, qualifying, and closing new business with existing customers in the US.

You will work with large enterprises as well as some medium-sized businesses, across multiple verticals, to grow their use of the Kaltura platform. You will work hand-in-hand with Account Executives and be mindful of the customer's long-term success and expansion of Kaltura.

The focus will be on finding new use cases for the Kaltura video platform, adoption, retention and expanding relationships. You will create and maintain C-level client relationships with key stakeholders throughout a value-based customer success and sales process.

The day-to-day:

• Strategically identify, target, and develop new opportunities within existing enterprise customer accounts
• Manage a complex, enterprise solution sales with a 3-9 month sales cycle
• Work with clients on the value of expanding the use of video across their business
• Dynamically manage account assignments based on the ability to retain, adopt, and expand
• Become a trusted adviser and foster strong relationships at both tactical and executive levels.
• Be mindful of and be capable of articulating the positive business impact of Kaltura on the customer.
• Help customers maximize the use of video via a deep understanding of customers’ needs.
• Work with clients to establish critical goals, or other key performance indicators, and aid the customer in achieving their goals.
• Communicate frequently with customers via business reviews, health calls, and onsite visits. 

Ideally, we’re looking for:

• 5+ years in an Enterprise account management and/or selling role
• BA/BS preferred or equivalent work experience with demonstrated proficiency
• Ability to travel up to approximately 33% and as required
• Experience managing 20+ accounts.
• Consistently meet retention and organic growth quotas
• Experience managing pipeline, forecast, and executing sales process.
• Executive level presence and communication skills.
• Self-motivated team player who has fresh ideas and thrives on team success.
• Track record of working with Fortune 500 companies

These would also be nice: 

• Experience in Enterprise technology
• Salesforce.com experience

The perks:

1. Hybrid, flexible work environment   
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits  
3. FSA and 401K with company match  
4. Mobile plan and home internet reimbursement   
5. Personal and professional development programs  
6. Occasional Cross company long weekends   
7. An Equal Employment Opportunity Employer and an E-Verify participant 

Salary range of base $90,000-$110000